Solution Specialist - North America
At a glance
Mid-level Solutions & Sales Engineering role at WatchGuard Technologies, Inc.. Miami · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Run compelling product demonstrations, answer client questions, and lead discovery that connects requirements to recommendations
- Work with Partner Managers to find, advance, and close cross-sell opportunities across the partner ecosystem
- Keep opportunity records current, deliver weekly forecasts, and pursue monthly and quarterly sales targets
- Bring customer feedback, win-loss findings, and competitor intelligence to Product Management and field leadership
- Coordinate Sales Engineering, Product, Support, and Services resources when technical help is needed to close deals
What you bring
- At least three years of technical pre-sales work with strong partner-facing experience
- Working knowledge of endpoint security, zero trust access, and SASE concepts
- Clear communication, presentation, and negotiation skills, with the ability to run discovery and shape solution recommendations
- Experience with MS Office and CRM-based activity and pipeline management
- Knowledge of WatchGuard products or relevant competitors
Who this fits
You’ll suit a partner-facing sales engineering role that combines technical demonstrations, consultative discovery, pipeline ownership, and quota responsibility. The job is based onsite in Miami and covers North America. It typically focuses deeply on one to three product areas and requires coordination with internal technical teams.
From the employer
About the Position
The Endpoint Solutions Specialist reports to the VP of Sales Engineering and is responsible for driving revenue growth by accelerating cross-sell opportunities in the WatchGuard partner ecosystem.
This role blends product pre-sales expertise with commercial ownership, partnering closely with Partner Managers to identify, progress, and close opportunities.
A Day in the Life
• Provide high-level, compelling product demonstrations and handle client inquiries
• Use a consultative, trusted-advisor approach to uncover customer requirements, and conduct business-oriented discovery discussions on how the products benefit the partner.
• Maintain an accurate opportunity pipeline, provide forecasting/pipeline updates to leadership, and consistently pursue outcomes aligned to monthly/quarterly targets.
• Capture and relay customer feedback, win/loss and competitive intelligence to Product Management and field leadership to continuously improve offerings and positioning.
Key Responsibilities
• Become an expert in the WatchGuard Identity-Based Zero Trust solutions. The solution specialist will demonstrate how our Unified Security Platform enables MSPs to deliver identity-based access and cloud-delivered security to block web threats, eliminate VPN risk, and reduce exposure for remote workers.
• The specialist should also be able to position at a general level how WatchGuard’s Unified Security Platform benefits managed services teams with one simplified, automated, intelligent approach, replacing patchwork tools.
• Act as an internal product evangelist/advocate—share best practices and solutions with Account Managers and become their “go-to” resource.
• Maintain and report an accurate pipeline, including weekly forecasting and opportunity updates to management.
• Consistently meet or exceed quota/targets, demonstrating strong sales process discipline.
• Coordinate inter-departmental technical resources (Sales Engineering, Product, Support, Services) to help close prospective opportunities if necessary.
• The specialist typically serves as an expert on one to three product areas, enabling depth in demos and value-based positioning.
• This position is based in the WatchGuard office in Miami, FL and covers all of North America.
Skills & Qualifications (Required)
• 3+ years of pre-sales technical experience (or equivalent) with strong partner-facing capability.
• Comfort with endpoint security fundamentals and SASE concepts like zero trust access.
• Effective written/verbal communication, presentation, and negotiation skills; able to run discovery and translate requirements into solution recommendations.
• Working knowledge of WatchGuard products or key competitor knowledge.
• Experience using MS Office; comfort working in CRM workflows for activity and pipeline management.
Skills & Qualifications (Preferred / Strongly Desired)
• Demonstrated ability to manage a sales process to closure, including forecasting hygiene, pipeline discipline, and consistent target attainment.
• Experience selling/delivering demos for security solutions in MSP ecosystems (inside/partner-led selling a plus).
• Familiarity with common security/compliance frameworks (e.g., CIS controls, NIST, PCI) is a plus in consultative conversations.
• BS/BA or equivalent work experience.
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